The managerial flash sales dash: Is there advantage or disadvantage at the finish line?

The central intent of this qualitative inquiry is to investigate the benefits, drawbacks, and performance measures of hotel room inventory distribution via flash sales websites. Key advantages and disadvantages of using such a distribution channel fall within the categories of inventory management, revenue management, brand marketing, customer relationships, and operational challenges. The significance of the study is in providing a comprehensive review of the flash sales phenomenon in the lodging industry that may assist hotel managers with the performance evaluation of this distribution channel. Using grounded theory methodology, a flash sales evaluation framework was developed based on 46 phone interviews with hotel managers from different segments of the American hotel industry.     

Workplace isolation: salespeople and supervisors in USA

Virtual work is becoming the norm in sales organizations because it is cost effective for the firm and can benefit customers and salespeople. However, along with these benefits, virtual work brings new challenges to organizations. One critical issue is workplace isolation (WI). This study uses responses from a sample of 346 salespeoples in the pharmaceutical field to test a model that investigates the relationships among WI, self-efficacy, leadership style, extra-role performance (ERP), satisfaction with the supervisor, and turnover intentions. Salespersons perception of managers as considerate leaders are associated with lower WI levels. Salespeople with higher levels of self-efficacy are less likely to believe that they are isolated from the company and their colleagues. WI, in turn, is significantly related to satisfaction with the supervision and ERP. Managerial implications and future research directions are presented.     

企业经济业务重分类及其控制和审计研究

本文通过对经济业务分类和审计方法的演变分析,尤其是针对现在国内外流行的"业务循环"经济业务分类方法与根据业务循环,开展内部控制测试与审计中存在的重复和遗漏之不足,提出了崭新的企业经济业务新的分类标准,主张将企业全部经济业务分成广义购进、广义销售、货币收付和资料生成四大类型,然后研究在新的分类下每类业务的控制与审计重点,以达到消除目前在控制与审计活动中存在大量重复作业,节约审计资源,降低审计成本,提高审计质量与效率之目的。     

New product development in foreign customer relationships: a study of international SMEs

Abstract

This study identifies a gap in research concerning how small and medium-sized enterprises (SMEs) can benefit from pursuing locally (rather than globally) oriented internationalization strategies. Becoming overly dependent on one single foreign market could potentially reduce the inflow and diversity of new knowledge that can serve as input for new product development. This study discusses how this risk can be minimized. In this endeavour we create a theoretical model that investigates how the local sales concentration and relationship-specific commitment of SMEs relates to new product development. To do this we draw on the behavioural internationalization process framework. The theoretical model is tested on an effective sample of 188 Swedish SMEs. The results show that relationship-specific commitment mediates the effect of local sales concentration on new product development. The implication is that investments which enable collaboration in important business relationships are crucial requisites for keeping firms innovative and in pace with market fluctuations. The findings thus contribute to international business literature by showing that a local market scope of operations combined with a relationship orientation are beneficial for new product development in international SMEs.     

Privatizing Poland's Economy

No abstract available for this article.     

关于天然气批发环节客户评价体系及精准营销的思考

近年来,中国天然气行业市场化改革不断深化,市场原有竞争格局受到挑战,但供应商现有客户评价管理较为粗放,客户评价体系不尽完善。新形势下的天然气行业客户评价及精准营销体系亟待建立,新体系遵循的原则包括:多维衡量,因地制宜;分类细化,量化评价;结合场景,灵活运用。可依据"销量、价格、效益、信用、协作"5个维度及15个指标,选取所需指标并赋予权重,获取指标数据源,运用分数归类定级方法进行判断。客户评价是工具,精准营销是措施。建议从做好精准营销基础项目、立足本职工作替客户分忧、运用大数据探索精准营销3个层面进行规划与升级。     

基于Stacking模型融合的店铺销量预测

为了实现企业产品销量预估,提高生产供应的准确性与效率,提出了基于Stacking模型的融合算法进行销量预测。算法设计了两层堆叠的模型结构,初级学习器采用随机森林、支持向量回归、差分整合移动平均自回归、轻量级梯度提升机器和门控循环单元5种单模型,将分类与回归树作为次级学习器构成Stacking融合模型,并对数据进行了预测。预测结果显示,使用Stacking模型融合后得到了较好的预测结果,比单模型中效果最好的模型的均方根误差更小,平均绝对误差更小,决定系数值更大,表明Stacking融合模型的预测准确率更高。所设计模型可用于对企业店铺的产品销量进行预测,帮助企业更好地安排生产、营销活动,为减少库存、缩短生产销售周期提供数据支持,对企业生产决策有一定的参考价值。     

信托受益权登记背景下的信托产品销售决策变化及影响——基于不同渠道偏好和成本的视角

信托受益权的登记细则出台及国内信托受益权账户系统的上线,对信托产品的销售渠道产生影响。通过模型构建,研究新制度背景下服务水平变化对信托公司销售成本的影响,并推导出直销和代销两种渠道的市场份额会发生变化,信托公司直销的市场份额将增加,由第三方财富公司代销的市场份额将逐步减小。销售渠道的改变会降低信托融资的总成本,从而会对信托业以及整个金融监管模式产生积极影响。     

基于短信技术的销售数据实时采集系统的设计与实现

随着中国移动通信业的高速发展,移动通信的用户量迅速增长,手机及其短信作为一种实用、方便、廉价的通信手段已赢得了广大用户的青睐。现代企业要想提升其产品的市场竞争力与销售终端运营效率,就必须全面、准确、及时地掌握其产品终端销售数据,只有解决了"销售末梢"的终端数据的实时性采集问题,企业管理者才能快速做出正确的生产、经营决策。文章分析了短信技术在企业终端销售数据管理中的应用,提出了新系统所应该具备的功能需求,并在此基础上讨论了系统实现中的关键技术问题及其解决方法。     

财税法规对视同销售行为规定存在的问题及改进研究

增值税法、所得税法、营业税法、消费税法、企业会计准则第14号-收入、企业会计制度等法规,对视同销售行为的有关规定相矛盾。财税人员在实际工作中,对视同销售行为的处理很难兼顾财税法规的规定。本文就存在的问题及改进作了探讨。